I’m a firm believer that activity is the key driver behind sales results. There is never a bad time to reach out to clients you haven’t talked to in a while to ask ‘what’s up’. In our sold accounts, sales people can become complacent, not realizing that our end users have short memories. End users and buyers get in buried in their business, running projects, attending multiple meetings and a?short email can secure the opportunity to bid on a good sized project that will drive your numbers up.

I encourage my sales team to have some short, easy email templates set up in their CRM software that simply ask a client ‘hows it going?’. The idea is that every week they take an hour, use an email template, and touch 30 dormant accounts to see if they can scratch up some interest. Where as a call will most likely get screened and go to voicemail and ultimately deleted, a soft email touch will put the reps contact info at hand and easily accessible if something comes along.

It is critical that as a team someone is watching and monitering neglected accounts on an ongoing basis and keeping your businesses’ contact info fresh in your client’s minds. In a lot of cases clients buy based on convenience, and will often send a job to the last person that puts a call into them. Make sure that you are that last person!